Build new pipeline with former product users
Overview
Entry Criteria
A former product user starts an ICP role at an ICP prospect account with zero open opportunities.
Action
Route to & alert the relevant SDR, and auto-queue into the Champify New Pipeline sales sequence.
Why it works
Because they already know and love your product - product users are >3x more likely to take a meeting and, when involved in a buying decision, can 2x opportunity win rate.
Setup
Routing & Alerting: assign to and alert the AE, SDR or team responsible for the contact's new prospect account.
Sales Engagement: map the Champify relationship fields (such as "past account name" and "name drop") to automatically generate high-quality messaging. Set up triggers to automatically queue these contacts in the appropriate outreach sequence.
Reporting: ensure Champify's out of the box reports (lead volume, adoption by rep, new pipeline attribution) are added to existing management dashboards.
Email Templates
Step 1 | Linkedin: connection request | Day 1
Send connection request on LinkedIn
Step 2 | Email | Day 2
Thread 1
To: Former product user
Subject: {{past_account_name}}-->{{company}} | Reconnect
{{first_name}}
[optional congrats if change is recent]. I saw you may have leveraged MYCO back at {{past_account_name}}. I heard that your team **context about their teams use**.
Is {problem you solve} also top of mind at {{company}}? **observation about company**
Cheers,
{{sender.first_name}}
P.S. I’m owning all things {{company}} at MYCO, and happy to be a resource any way I can.
Lavender Score: 92
Step 3 | Call | Day 3
You: Hey, is this {{first_name}}?
Prospect: Yes…
You: Hey {{first_name}}, its {{sender.first_name}}. Our teams worked together when you were at {{past_account_name}}. MYCO if that rings a bell. We saw you had moved to {{company}}, and thought you might have a good sense of whether it makes sense to connect
Step 4 | Linkedin: direct message | Day 5
To: Former Customer
Good to connect! How's the new job treating you?
Step 4 | Email | Day 7
Thread 1 | Response
To: {former user}
Subject: Re: {{past_account_name}} -> {{company}} | Reconnect
Hey {{first_name}},
Sharing [link to asset or feature release], a new [describe whats new], since you last used {our.product} at {{past_account_name}} . I thought it could be helpful for your new gig.
I’d welcome the chance to explore what else is new. Let me know if you’re open to it.
{{sender.first_name}}
Lavender Score: 95
Step 5 | Call | Day 10
Step 6 | Email | Day 12
New Thread
To: former user
Subject: MYCO
{first_name}},
Based on your experience with MYCO at {{past_account_name}}, do you think there’s a similar opportunity to help with **XYZ** at {{company}}?
Any insight is appreciated!
{{sender.first_name}}
Lavender score: 90
Step 7 | Linkedin: follow up | Day 15
To: Former Customer
Hey - did you see x? I thought it might be useful as you ramp. Let me know if there's anything we can do to help you get settled!
Step 8 | Email | Day 18
Thread 2
To: former user
Subject: Re: MYCO
I reached out because I thought you’d have insight on {{company}}’s [initiatives], and, given our previous work together, if and where MYCO might help at some point.
Assuming my timing is off here or this isn’t a focus at the moment. In the meantime, please let me know if there's anything we can help with.
Cheers,
{{sender.first_name}}
Lavender score: 92